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Segmenting high-tech markets: a value-added taxonomy (1999)

Dunn, Dan ; Hulak, Jon ; White, D. Steven

Bingley : Emerald

Marketing intelligence & planning 17 (1999), S. 186-191

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ISSN: 0263-4503

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Reports findings from a major study done by a Boston consulting firm showing four solution-based market segments in high-tech industries. They are the specialized solution, the customized solution, the value solution, and the packaged solution. One segment is the be-first "contrarian" buyer. One segment responds to aggressive selling while another reacts to market pull. And the fourth segment is retail-oriented. This article may be useful to both buyers and sellers of technology in emerging, unsaturated markets.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/02634509910275926

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